Kai Wille

Joined to build a strategic partner alliances practice in a primary direct sales focused organization. Developed a market evolution based go to market strategy to align the right partners for Foxit's enterprise automation solutions. Analysed partner categories and identified strategic partners to ensure high revenue and repeatable partner business growth.

Tapped to transform former distribution and channel partners into the OpenText business model resulting in significant business strategy alignment issues. Upon completion, recruited to reinvigorate the global OEM ECD sales team from stagnating sales as a result of few new logos and aging partnerships.

Created global value-added strategy to improve distribution performance and facilitate new incremental growth. Developed channel and license models to open opportunities for partners with cloud/BPO models. Drove 178% license revenue growth in distribution sales. Facilitated the launch of 12 distributor campaigns globally that brought >$10M in new pipeline revenue.

Retained by EMC following its acquisition of Captiva and promoted to serve in a functional capacity the General Manager of the Pixel business unit. Redefined pricing models to include subscription and BPO models to capture maximum long-term revenues and best meet customer needs. Guided 10 professionals while earning the President’s Club quota award 8 times in 10 years. Doubled revenues by promoting bundled products. Grew annual sales with customers, such as Oracle, OpenText, and IBM by millions of dollars.

Revitalized sales in EMEA. Trained VARs and distributors on successful selling practices. Developed 100 new partners, grew revenue >300%, and won the coveted Master’s Quota Club Award for 5 consecutive years. Collaborated with product management to develop a new product strategy for Quick Scan Pro product that doubled sales for 3 consecutive years.

Dramatically improved the performance of a global territory covering the Western US, Latin America, Middle East, Africa and APJ. Outperformed revenue goals by 120% and negotiated 50+ license agreements with ISVs.

Software Engineering